For the last 37 years, Ed Lamont has been a commercial property casualty insurance agent, selling insurance to construction contractors and manufacturers. Almost 20 years ago, he started a separate company focusing on insurance companies, insurance associations, state associations, and insurance agencies outside of his immediate territory.
His motto? Sell value, not price.
Here are the highlights of my conversation with Ed:
What is Street Smart Selling?
Ed believes that all training is esoteric until you take it to the street. His book, Street Smart Selling, is broken down into four sections:
What do you believe about your product? What do you believe about the value of a protection plan, safety & survival, and people’s assets?
Cold-calling, cold-walking, networking, use of information technology
How do you hit on objection? How do you use questions to get somebody to open up? How do you ask for the order?
Strategies for Prospecting:
Tell the purpose of your call. Don’t try to trick someone into a visit. Be direct. Tell them something you believe in and tell them what you’re going to do next. That is a cold call.
Study what your product does and how it works. Know your product’s coverage, service, risk management, and the benefits of your product.
Believe in your product. Believe in what you’re doing. If you can find a problem the customer has and solve it with your product, idea, or good service then they will believe it. Once you know the benefits (meaning truly believing them in your soul) then you can communicate them. Belief is your key to becoming a super producer across an industry.
Strategies for Developing Relationships:
Marriages with their own industry with people that can benefit them.
The 2 Career Killers in Insurance:
Strategies for Closing:
Ed’s Major Takeaway:
“Successful people do what unsuccessful people are unwilling to do.”
Current projects Ed is working on:
Get in touch with Ed Lamont by calling 561-737-7388 or visit www.lamontconsultinggroup.com. Connect with Ed Lamont thru .